A very controversial topic within many software and hardware companies is how to best compensate the tech sales force. How much is required? How much is too much? What’s the best mix of salary and incentive comp? If you’ve read anything I’ve written before, you’ll find my next comment very familiar: It all depends on […]
Integrating Sales & Marketing at Software and Hardware Companies
In some – but not all – tech companies the Sales and Marketing functions are managed separately. They are separate, but closely related functions that some people without a strong background in either function have a tendency to confuse. Normally, there is a VP or Director heading up the Marketing department, and another VP or […]
Hiring and Retaining High Tech Employees
Among the many interesting things to examine in the management of software and hardware businesses, one of the most fascinating is the differing cultures that are created within these tech companies. Much of a company’s culture flows from the attitudes of the founders of the company. But even a bigger factor in a company’s culture […]
